John Dobrowolsky

As a sales leader, be on the lookout for the words “what if” from your salespeople. It can be a sure sign that the next thing out of their mouth will be head trash. Become an excellent head trash removal sales manager and your team will sell a LOT more, in trying times and in good times.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.